Pourquoi et comment laisser vos prospects gérer leurs objections

There's an expression that goes: "Nobody likes to be sold. But everybody likes to buy".

But all too often, salespeople in prospect situations try to convince their prospects. And when the objections come, they "handle the objections". A more powerful approach when properly implemented within a problem-based consultative process is to let prospects handle their own challenges/objections. Counter-intuitive but it helps them take ownership of the solution. The "Not invented here" syndrome.

The film Air has a great scene that shows this dynamic. I'll let you watch it, if you don't see Sonny's nerves of steel and how he provides every possible obstacle for Phil Knight (CEO of Nike) to convince himself, and if you haven't given up trying to figure out how to stop your sales people being pushy with their prospects, contact us . We'd be happy to explain it to you.

As a reminder, or if you haven't seen the movie, Jordan's mother says ok to the deal with Nike but wants a piece of the revenue from the shoes that bear her son's name. And not a $250k annual deal and a Mercedes... That's never been done before in the industry...